60 Replies and Counting —DeWese
MY JUNE column was about the absence of Stimulus Program money going to the graphic arts industry. We consist of about 30,000 firms, around one million workers, and we were totally overlooked by the White House and Congress.
The banks got money.
Wall Street was generously rewarded with billions.
Some insurance companies got big bucks.
The automakers got multi-billions.
But we got nothing, zilch, zip, zero. How is it that all the wrong-doers who made the mess got the money, and hard workin’ printers got bumkus or is it bupkus?
Printers are tough, smart, resourceful people. So, I decided to offer my own Mañana Man Stimulus Package. I offered the package to any company that would write and tell me why they need “Stimulating” in 100 words or less.
Usually, I get five responses when I ask people to write in. But then my mama died in 1986 and Marvelle Stump went to the Mississippi State Prison in Parchmon, so now I only get three responses.
Not this time!
So far, as of July 4, I have received 60 requests, and they’re still coming. Now I’m the one who needs a Stimulus Package to pay for more coffee, beignets (New Orleans doughnuts covered with powdered sugar), books and Web brainstorming sessions that I promised each respondent.
My June column was partially inspired by a salesman who is the owner and CEO of his company. He sells $16 million annually all by himself. When he read the column, he sent me the following e-mail:
“Just got to a softball game. I am coaching one of my hundreds of daughters. (It just seems like hundreds to him.) Just took a call while coaching first base from a big Nameless Corporation where they had me on a conference call for the entire inning, even though I told them where I was. They could care less about others.
“We did score three runs and I sold $100,000 worth of printing. There is absolutely nothing like the true joy of sitting in a convenience store parking lot selling my rear end off! It does not get better than this. The hell with corporate jets and high-dollar dinners—just give me a laptop, a Blackberry, a 32-oz. Diet Pepsi and some crackers. I am not a genius. I am the best of all things—a SALESMAN!
“If you’re a good salesperson, you can really be anything you want, and sometimes you can even walk away from something content in knowing that you can create something out of nothing all over again tomorrow.
Close to the Customer
“I remember the most liberating moment in my life when I knew I could not only make it, but thrive, on 100 percent commission. No longer tied to anything but my own ability to sell and, of course, then I started my own company. (My calculator gets worn out multiplying 5 percent of $16M!)”
My pal’s monologue says it all. He said beautifully what I’ve been trying to write about for 25 years.
Here is one of the first Stimulus request e-mails I received. It came from the state of Wisconsin.
“I remember bragging to a buddy of mine on how I had landed a ‘recession-proof’ client—a hospital and its 20 clinics. Well guess what, the healthcare field is not recession-proof! Elective surgeries and urgent care visits were down significantly in the first quarter of 2009. It makes sense; people have lost their jobs so they don’t have insurance.
“We’re smart enough to have clients in various categories but, truthfully, almost all are printing much less. And many of our other customers have reduced the quantities from previous years. I am really the only salesman at this time, so I’ve been busting my tail and seeing some results, but not much. Help!”
Here’s another e-mail I received from the Midwest:
“Once again, a great monthly article. $787 billion and nothing for the printers doesn’t surprise me. We have always been under the radar. Hope some of the printers out there that are hurting take you up on your offer. A printer in dire straits would be nuts not to!
“Loved your story about the president and CEO (and the only salesman) traveling three hours to see you, and still making five sales calls along the way. That is exactly what we ALL must do; really get after it. We have a line here at the office that I really love and try to emulate: ‘Close to the Customer.’ Like the old saying goes, ‘People want to know how much you care before they care how much you know.’ Love that line too—it is so true. Especially in sales. And, as the Mañana Man knows, nothing happens till somebody sells something!”
Here’s another e-mail request.
“Thanks for all of your great articles through the years. Keep them coming. And keep telling all those printers (and the rest of us) to ‘Get out there and sell something!’
“My regards to Attila the Nun.”
I also received the following e-mail requesting my Stimulus Package.
“Wow, what a great offer! I have quoted you in so many of my sales meetings, my sales team thinks that I know you. Six salespeople, a director of marketing and myself are all involved in our weekly sales meetings. We have been working to change our sales message since November of 2007, but I think they’re tired of hearing me talk. I cannot think of another person with whom I’d want to brainstorm. Oh, and we also like doughnuts.”
Print Is Not Dead
And yet, here’s another call for help.
“Please help! This is about the worst I’ve ever seen. I’m the production supervisor in a shop of about 40 employees. My people in production are the ones always bearing the brunt of the hard times. As you mentioned, good people are getting laid off.
“Meanwhile, I talk to our salespeople, and they lament about how print is dead and nobody is buying print. The problem is that all too often they’re waiting for the phone to ring and orders to come their way, instead of getting out and making sales calls and earning work. I know this sounds like the old production vs. sales finger pointing, but our sales team really does need some motivation and stimulation. Please help us. We are a high-quality shop with many talented people. The entire company could use a shot of morale and a kick in the pants.
“We have six salespeople on our team, and they are willing and waiting for your help—even if they don’t know it yet. Thanks for your witty columns. Keep ’em coming.”
Here’s just one more response.
“I am a sales representative for Anonymous Litho. I have more than 19 years of successful experience in print sales and, by far, this is the toughest market I have ever sold in. We currently employ seven salespeople. Our sales numbers are down from last year, approximately 15 percent, which is not as bad as other companies I have heard about.
“We need to reverse this trend. We have a fine group of employees, and I don’t want to see any of them lose their jobs. I feel our sales staff would be open to any assistance your stimulus package can provide to help increase our sales.”
Wish I could publish all of the e-mails received. I have recruited some of the best minds in the printing industry to facilitate the brainstorming sessions. I wish to thank Dick Gorelick of Gorelick & Associates in West Chester, PA; Linda Bishop of Thought Transformation in Atlanta; and Mark Potter, the founder and publisher of Canvass magazine, for agreeing to help. I will provide you their teleconference reports in September.
Meanwhile, we are all (me included) gonna be out there selling something! PI
—Harris DeWese
About the Author
Harris DeWese is the author of “Now Get Out There and Sell Something” and “The Mañana Man, Books II and III,” available at www.piworld.com/bookstore. He is chairman of Compass Capital Partners and also authors the annual “Compass Report,” the definitive source of information regarding printing industry M&A activity. DeWese has completed 141 printing company transactions and is viewed as the industry’s preeminent deal maker. He can be reached via e-mail at HDeWese@CompassCapLtd.com.
